Tailor-made sales systems that grow with us

After a lengthy growth phase, Schöck Bauteile from Baden-Baden found that its sales organisation was no longer able to meet the demands of the new market position. GEDYS therefore designed a system that is much more powerful, future-proof and tranparent.

Schöck offers a wide range of building components, ranging from light wells and basement windows for the trade, thermal insulation, impact sound insulation and other products involving technology that requires explanation. Thanks to its high quality, innovative products and commitment, Schöck was able to continually increase its market share with above-average percentages in 1995 and 1996. However, the market has changed since then: the high production capacities that had been built up resulted in low-price strategies, and "me-too" providers increased the competitive pressure. The sales system introduced in 1991 was not able to cope with these market conditions.

All products from Schöck are sold via specialist wholesalers. As demand has a central influence on production, it is important for data from structural engineers, converters or finished parts plants, for example, to be available to all authorised employees at all times. This was no longer possible with the old system from 1991. A fast response was needed. The company whittled down the possible providers to four IT companies. Schöck works on a partnership and customer-oriented basis, and for this reason, it was important for the company to work together with a team that not only offered the highest-quality service, but also suited the company in human terms. It therefore chose GEDYS.

GEDYS put together a fixed project team for Schöck. When developing the customer-specific enterprise solution, this team involved all employees who would work with the new sales system in future.

This is the usual procedure at GEDYS and was an important factor for Schöck. GEDYS solved Schöck's problem by using a sales information system based on the GEDYS Sales system 4.0 and tailored to the customer-specific requirements. The GEDYS sales information system VIS supports company managers and their employees. This involved the input of contacts including additional information, correspondence and contact maintenance, a resubmission function, data comparison between internal and external sales, project planning with a budget and control function and an integrated article database, for example.

Initially, some employees were sceptical of new developments of this kind. GEDYS therefore carried out the training. All Schöck employees who work with the new VIS were trained in the system by GEDYS. They learned that it is a living system in which proposals and suggestions can be incorporated and implemented. The system has been running since November 1, 1997. Initial scepticism has disappeared, and all the employees who use it now welcome it and acknowledge that it simplifies day-to-day work.